quirky

A customer of mine shared some winning insight during a delightful half-hour chat late last night about how to avoid problems with seasonal downturns.  There is a month in the year during which none of his prospects ever find time to see him.  For ease of description, let’s call

There I was, dreaming of a glamorous sun-drenched life, having to wait around in London’s Waterloo station as a gale howled outside whilst my friend’s train was inevitably delayed by the NHS-proportioned inefficiency that is the UK’s rail network. A touch too early to adjourn to the

Relaxing last night, I watched a BBC4 half-hour history of the typewriter.  Now, I can imagine you reading that and wondering what on earth I might find stimulating in any way about such a topic.  Well, having learnt to touch-type (fairly slowly) when at college (a skill now dormant I

Here’s an example of what a text book cannot teach, and only experience can.  I rocked up at a prospect the other day.  At the annointed hour, I was in attendance.  The person with whom I’d hoped to meet however, was not even in the building. I suspect

Following on a touch from yesterday’s [http://salespodder.com/be-wary-of-pre-qualification/] blog, we talked internally some more about the issue of overcoming the “no info” wall you can ridiculously encounter when trying to pre-qualify with hypocritical switchboard gatekeepers. Shock, horror, it seems my guys have even done it themselves to

The British Disease strikes again.  When I maintain during conversations with anyone born beyond the shores of my homeland that if they can sell in the UK, then they can sell anywhere, this is one of those kinds of stories I recount to prove it. My cold call resource explained

It’s a bug-bear of mine sure, yet I cannot abide both sales managers and prospects that fail to comprehend the true evolution (and thus value) of innovation.  I read something recently that has given me two new toys.  The first is to help explain to impatient sales managers why